Reporter: Van Hoang July.2011 July.2011

Agenda 1 A Performance Review C Training Report B News Update

PERFORMANCE INTRODUCTION PFYP 7th WKM PFYP% target 11,730 M148% YTD-2011 PFYP (M)TARGET (M)% target 62,36047,400132%

3 PFYP trend Unit :Million YTD P = 62,360 M 257%

5 Full-time (Agent + SM) stopped recruiting AS SAS EAS ↑ Headcount grows strongly

6 Part-Time agent Quarterly assessment

Promotion

New IA > 1 policy ratio

QII DEMOTION ASSESSMENT The unqualifed agent so high

QII DEMOTION ASSESSMENT KEEP POSTION CHART

CONCLUSION PFYP maintain high level. Productivity of new IA went downs but new recruit IA increased. PFYP maintain high level. Productivity of new IA went downs but new recruit IA increased. PFYP Head- count After assessment, Head count drops slightly Promotion SAS & EAS continues increasing

Agenda 1 A Performance Review C Training Report B News Update

Q3 Incentives for PFYP Q2 4~6 WKMQ3: 7~9 WKM Malaysia PositionStandard CRDinvitation RD6 qualifiers in region BM Level A: 2.4B Level B: 1.8B Level C: 1.2B SSM↑600M EAS↑ Total 200M (personal PFYP >=100M)

Malaysia Trip Region Name% Success Level HANOIĐỗ Trường An314%BM DONGNAITrần Đức Hạnh234%BM HANOINguyễn Văn Thảo213%BM DONGNAIVõ Duy Phương184%BM HANOINguyễn Văn Hiếu150%BM HANOIPhạm Quang Khánh133%BM HANOINguyễn Văn Tôn127%BM HAIPHONGNguyễn Thị Bi107%BM HANOINguyễn Thị Minh Thúy102%BM HANOIĐào Thị Hiền141%SSM HANOIVũ Xuân Chiến141%SSM HANOINguyễn Quốc Khánh113%SSM

FAST TRACK BM RangeSM PFYPBM PFYP Lower productivity Not pass assessment <100M %75% 100~140M %67% >140M %0% Total %40% BM promotion review ( – ): BM fast track promotion Suggestion PFYP >= 140mil PFYP >= 140mil 4 direct SM from IA 4 direct SM from IA

Agenda 1 C Training Report

ONLINE TEST RESULT RegionCourse TraineeFailPassed Fail Ratio HN IA-HAN-DC % HN IA-HAN-DC % HCM IA-HCM-D % HCM IA-HCM-D %

INCREASE TRAINING QUALITY 1.IMPROVE KASH -Knowledge -Attitude -Skill -Habit 2. ASSESMENT -KASH -Professional image 1.TRAINING PROGRAM -Agency -Sales manager -BM 2.MARKET -Measure the change of market 1.DEVELOP BDO -Stage 2 nd of FFM -Apply skills into field work 2. SHARE EXPERIENCE -FOD -Manage PFC implementation GOOD TRAINER GOOD TRAINING PROGRAM COACHING PFC GOOD COMPETENCES OF AGENT

TRAINING PROGRAMS FOR NEW AGENT NEW AGENT PA & FFC 5 DAYS PA & FFC 5 DAYS PFC WORKSHOP - Sales skills - Communication - Presentation - Questioning skill - Handling objection -… - Sales skills - Communication - Presentation - Questioning skill - Handling objection -… - Product features - Sales skill -Prospecting -Making appointment -Handling objections -Fact finding -Presenting solution - Product features - Sales skill -Prospecting -Making appointment -Handling objections -Fact finding -Presenting solution

DEVELOPING TRAINER NEW TRAINER PA & FFC DSS & RSS RSS & DSS Train For SM Train For BM EXPERIENCE TRAINER SELF-DEVELOPINGSELF-DEVELOPING COACHINGCOACHING TEAM WORK CONDUCTINGCONDUCTING